Position Overview
Own revenue predictability, planning, and executive insight across new, renewal, and expansion revenue. Acts as a player-coach — managing a post-sales analyst (scaling to 2-3 as the team grows) while personally owning pre-sales analytics and planning. Responsible for forecast accuracy, capacity planning, performance narrative, and applying AI to drive efficiency and predictive insight.
Responsibilities
Leadership
Manage and coach a Revenue Insights Analyst focused on post-sales analysis; hire and scale the team as scope grows
Own pre-sales analytics and planning personally while overseeing team output and quality
Forecasting & Planning
Own forecast methodology and accuracy across all revenue streams
Lead forecast cadence and executive performance reviews
Build and manage capacity models (headcount, coverage, productivity)
Lead annual and quarterly planning processes; integrate pipeline signals with planning assumptions
Lead quota and territory planning processes, ensuring capacity, coverage, and quota assumptions are aligned and data-backed
Insights & Reporting
Translate performance data into actionable insight, including CAC, sales effectiveness, and full-funnel conversion/velocity across new, renewal, and expansion
Proactively flag performance risks and pipeline gaps early - before quarter-end - with clear recommended actions
Deliver executive and Board-level reporting
Presales reporting including
Build and maintain pipeline reporting (coverage, conversion, progression, aging)
Support forecast process (rollups, validation, scenarios)
Track leading indicators (pipeline creation, early-stage conversion)
Produce weekly forecast packages and dashboards
Ensure data accuracy and reporting consistency
AI & Efficiency
Implement approaches to apply AI to streamline forecast modeling and scenario generation
Use AI-driven anomaly detection to surface pipeline/forecast risk earlier
Leverage AI to automate draft narratives and insights, freeing time for judgment-level analysis
Qualifications
6–10 years in RevOps, FP&A, or analytics roles; prior people management or player-coach experience preferred
Strong forecasting and financial modeling experience
Experience supporting executive-level decision-making
Advanced Excel/BI skills; familiarity with AI/ML tools applied to forecasting or analytics a plus
Strong hands-on knowledge of Salesforce.com and Clari for reporting, dashboards, and pipeline data structures
Experience with quota and territory planning methodologies
Strong business judgment and communication skills